Program Overview

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The eie Course on how to Become a Sales Manager

Overall Programme Description

Sales managers lead professional teams to success by utilizing a variety of skills, from directing team focus and analyzing data to mentoring and developing a sales plan. Build the solid foundation you need to hit the ground running as a new sales manager.

Skills

• Sales
• Records Management
• Sales Management
• Sales Planning

Mode of Delivery

Online through Self-Study

Duration

8 hours

Assessment

Quizzes at the end of each Module

Certification

Digital Certificates at the end of Each module, and an eie Certificate of Completion (this is NOT an Academic Qualification or Academic Award. For an Academic Award, please visit our MQF Levels section)

Modules

1. Sales Management Foundations

When sales forces are managed well, companies drive more revenue. In this course, marketing professor Drew Boyd explains what sales management is, why it is important, and how you can get the skills you need to become an outstanding sales manager and recruit, train, retain, and manage a high-performing sales team. He reveals how to motivate individual salespeople and teams with compensation and quotas. Drew also provides an overview of creating and managing sales territories, including sales forecasting and evaluation of territories' performance. Last but not least, he shows you how to adapt all the lessons in this course to successfully manage in a remote/hybrid work environment.

2. Transitioning to Management for Salespeople

Transitioning from being a sales professional to managing other sales professionals involves developing a whole new set of competencies. You need to learn how to coach others, effectively communicate your expectations, and anticipate market changes so you can set up your salespeople for success. In this course, sales trainer and coach Lisa Earle McLeod explains why many salespeople find this transition difficult, and shows how to overcome the challenges that come with tackling this new role. She outlines the basics of sales management, focusing specifically on issues where new sales managers can get stuck, such as sales pipeline management, sales skills coaching, helping direct reports with their accounts, and attracting and retaining talent. Lisa provides guidance on how to hold effective sales meetings and work with other departments—such as marketing, accounting, and product—who are critical to your success. She also shares how to deal with failure and grapple with a challenging market.

3. Building and Managing a High-Performing Sales Team

Join instructor Steve Benson as he walks through proven strategies to build and manage an ultra-high performing sales team, starting with hiring the right people. Steve shares the characteristics to look for in a successful salesperson, and then covers the right way to train a new team. Discover how to align sales and marketing departments to ensure everyone is working together toward the same goals, and how to increase productivity when the team is underperforming. Learn about how to monitor team health, and pivot based on different conditions. Plus, explore the importance of team building.

4. Sales Coaching

How do you create a sales team that knows how to engage prospects, differentiate from competitors, and continuously win new business, without needing to hold their hand every minute? You coach them. You can become a force multiplier for your sales team. In this course, best-selling author of Selling with Noble Purpose Lisa Earle McLeod differentiates between traditional sales management and true sales coaching. She covers why sales coaching drives seller behavior, when to ask questions (versus when to give feedback), and how to flex as a sales leader, knowing you have a lot on your plate in addition to playing the role of coach. This course also includes common coaching scenarios, like what to say right before a rep makes a sales call and how to debrief a call that didn't go so well. Learn how to drive lasting results with your sales team, even from a Zoom call.

5. Sales Leadership: Building a Thriving Coaching Culture

When managers act more like problem solvers for their team, habitually doing everyone’s job for them, it creates an atmosphere of dependency, stress, lack of accountability, and mediocrity—the very problems managers look to avoid. Worst of all, you can’t scale dependency. But what if you could coach your team in a way that created an immediate change in behavior, attitude, and results? In this course, executive sales coach Keith Rosen takes you on a transformational journey to become an exemplary leader and coach, by taking a more human and employee-centric approach to leadership. He shares his tips on how to develop the skills and habits of effective coaches, make sure your team buys in, motivate and inspire people to exceed their potential, and foster talent through observation and feedback. Join Keith and discover how you can transform into a coaching master who develops sales champions and a thriving coaching culture.

6. Sales: Data-Driven Sales Management

There has been a shift in modern management thinking. Managers are no longer relying on gut feelings and unquantifiable milestones, but on measurable activity and progress. Data-driven management helps sales managers understand what their teams are doing and where they stand, and helps salespeople understand how they can succeed within the organization. It can improve prospecting, boost customer retention, and help managers track performance. Best of all, a data-driven approach works well for companies of all sizes and industries. In this course, Noah Fleming defines data-driven sales management, and shows how to use it to start a conversation with your team and drive results. He also reviews the perils and pitfalls of data collection, and the importance of starting now.

7. Sales Performance Measurement and Reporting

Evaluating salespeople and the organisation's performance as a whole is a critical responsibility for a manager, no matter how large or small the team or industry you're in. Revenue goals, expenses, and personal objectives are just some of metrics you need to keep an eye on. This course is aimed at managers and leaders who oversee sales teams and need to enhance their expertise. Dean Karrel reviews the various ways to analyze individual performance and develop a plan for improvement. Learn how to coach, mentor, and train salespeople; handle appraisals and compensation adjustments; and forecast future sales targets. Plus, find out how to use CRM software to store your data and track performance on an ongoing basis.

8. Becoming Head of Sales: Developing Your Playbook

Throughout his decade-long tenure as the head of sales at LinkedIn, Mike Gamson has amassed a wealth of knowledge on the topic of sales leadership. In this course, Mike shares what he knows with you, spelling out how to run a successful sales team. Discover how to develop a strong, consistent leadership voice, inspire your team, and define your objectives. Plus, learn how to establish your core principles; implement global and local strategies; execute your tactics; and observe, analyze, and adjust to ensure that you're able to grapple with any missteps.

9. Salesforce for Sales Managers

Do you already have a basic understanding of how to manage teams inside of Salesforce? If so, you're ready to dive deeper into this popular CRM solution, and learn how to navigate Salesforce like a power user. In this course, Christine Pereira explains how to get the most out of all of the capabilities offered in Salesforce. Christine shows how to use Salesforce to keep track of your individual goals and sales pipelines, and review how your sales team is faring daily, monthly, quarterly, or annually. She also goes into how to manage and transfer leads to others on your sales team, leverage visual tools such as dashboards to help you visualize your revenue goals and sales pipeline, create team sales reports, and more.

After this course

Once you complete this short course, you might consider furthering your education with another short course but ending up with an academic qualification. We offer an array of Awards, which are considered as short courses (30 / 60 hours) but have an MQF Level and a number of ECTS's attached to them. These Awards are recognised by the Malta Further and Higher Education Authority (MFHEA).

You might also consider starting a full qualification such as a:

• Bachelor of Arts in Business Administration (MQF Level 6 - 180 ECTS)
• Undergraduate Higher Diploma in Business Administration (MQF Level 5 - 120 ECTS)
• Undergraduate Diploma in Business Administration (MQF Level 5 - 60 ECTS)

These qualifications are offered through Online or Classroom modes.